Mistake #1 – Believe the first Negative Response we hear is true and attempt to counter it with logic.
There are two ground rules our targets play by when they receive an appointment setting call of any kind. Discounting this reality simply makes our job more difficult. Ignore them at your peril.
When we place an appointment making call, we must understand that the person we’re calling really doesn’t think they need to talk to us. Our surveys show that less than 5% of the targets in any sales professional’s universe of potential customers believes they are in the market for what we’re selling when we call them. Continue reading “Top 10 Mistakes cold callers make on the phone (# 1).”